Get in the ‘right state’ for cold calling!

Put the fizz back into your cold calling sessions

Do you often feel ill-prepared when sitting down to carry out a cold calling session? Does the thought of cold calling fill you with fear? Do you get in ‘a right state’ about it?

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The following tips should help you to feel more relaxed and help you to get into a more positive state when you next carry out a cold calling session.

Physiology – or should it be fizziology!

• If you wear a collar and tie, loosen these.
• Have plenty of water next to you when calling, as drinking cold water keeps your voice fresh and clear.
• Sit up straight! Don’t slouch over when you are calling as it constricts your diaphragm, which in turn will affect your breathing and how you sound.
• If you are about to make what you perceive to be a difficult call, stand up and move around. This will change your state and get the blood pumping.
• Keep a level head when calling – no, literally, lift up your chin: it helps to project your voice more clearly.
• Take regular breaks away from the telephone every 20 minutes or so to walk around as this will re-energise you.

Psychology

• Measuring your results is important, otherwise how will you know if you are improving or how many calls it will take to close new opportunities? Keep a tick sheet next to the telephone to record dial outs and results.
• Call somebody you know first, as this will warm your voice up and put you in the right mood.
• Making qualification and information-gathering calls at the start of a session really helps.
• Set a clear target for each calling session, either number of calls or number of opportunities generated.
• Break down the calls you need to make to hit today’s target into several mini sessions of, say, 15 calls per session.
• When you get a YES, call the next person straight away, as your enthusiasm will come through in your voice.
• When you have achieved your target make sure you give yourself a reward.

A number of people hate receiving cold calls, and this is usually due to bad practice from a small number of people in the cold calling industry. However, if you approach cold calling professionally, and you can genuinely help the person you are trying to reach, there shouldn’t be a problem.

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